Cross Sellilng

Cross Sellilng

Cross Sellilng Jonathan Poland

Cross-selling is the practice of selling additional products or services to existing customers. In a single transaction, this might involve upselling a higher-priced or more advanced version of a product the customer is already purchasing. For businesses that maintain long-term relationships with customers, however, cross-selling is a sustained effort to gain more sales from each customer over time. By identifying the needs and interests of their existing customer base, businesses can offer relevant and valuable products or services that enhance the customer’s experience and drive additional revenue.
The following are common types of cross-selling.

Complimentary Items
Products and services that compliment each other like coffee and donuts or software and training.

Seasons
Seasonal themes. For example, a back to school campaign might suggest shoes to a customer buying pens.

Data Driven
A platform might cross-sell items based on historical purchase data for similar patterns of shopping cart or page visits. For example, a site might suggest bicycle locks to someone who puts a bicycle in their shopping cart.

Promotions
Pitching things that are on sale. If a customer booked a trip to France last month, let them know when tickets to France go on sale.

Campaigns
A sales campaign to sell a particular product or service. For example, a telecom company might pitch colocation services to network customers.

Popular Items
Cross-selling popular items such as a bookstore that reminds customers that a best seller just went to paperback.

Experiments
Experimenting with cross-selling different items to see what works. For example, the food service on an intercity train might experiment with different food items such as sushi or pizza to see what sells.

Impulse
Things that people tend to buy on impulse such as candy bars.

Releases
Letting customers know when new products and updates are released. For example, a fashion brand that connects with customers to generate excitement for their Spring line.

Risk
Risk products such as an extended warranty or insurance.

Services
Wrapping products in services that deepen the relationship with the customer. For example, pitching an unlimited ebook service to people who buy an ebook reader. This results in monthly recurring revenue as opposed to a one time sale.

Learn More…

What is Reliability? Jonathan Poland

What is Reliability?

Reliability is a measure of the ability of a product or service…

Abstraction Jonathan Poland

Abstraction

Abstraction is a problem-solving technique that involves looking at a problem in…

Quality Management Jonathan Poland

Quality Management

Quality management is a process that ensures products and services meet certain…

Data Security Jonathan Poland

Data Security

Data security is the practice of protecting data from unauthorized access, use,…

Media Vehicles Jonathan Poland

Media Vehicles

A media vehicle refers to a specific media outlet or platform that…

Critical Mass Jonathan Poland

Critical Mass

In economics, critical mass refers to the minimum size a company needs…

Risk Acceptance Jonathan Poland

Risk Acceptance

Risk acceptance involves consciously deciding to take on a risk, often because…

Operations Security Jonathan Poland

Operations Security

Operations security, also known as “opsec,” is the practice of protecting sensitive…

User Story Jonathan Poland

User Story

A user story is a concise description of a specific expectation or…

Jonathan Poland © 2023

Search the Database

Over 1,000 posts on topics ranging from strategy to operations, innovation to finance, technology to risk and much more…

Quality Assurance Jonathan Poland

Quality Assurance

Quality assurance (QA) is the process of verifying that a product or…

Customer Research Jonathan Poland

Customer Research

Customer research involves gathering information and insights about customers in order to…

Cycle Time Jonathan Poland

Cycle Time

Cycle time is a measure of the time it takes to complete…

Cost Performance Index Jonathan Poland

Cost Performance Index

Cost Performance Index (CPI) is a project management metric that measures the…

Corporate Culture Jonathan Poland

Corporate Culture

Corporate culture refers to the values, beliefs, and behaviors that shape an…

Acceptable Risk Jonathan Poland

Acceptable Risk

An acceptable risk is a level of risk that is deemed to…

Internal Branding Jonathan Poland

Internal Branding

Internal branding involves creating a strong brand identity within the company itself,…

Experience Economy Jonathan Poland

Experience Economy

The concept of the experience economy suggests that companies can differentiate themselves…

Employee Goals Jonathan Poland

Employee Goals

Employee goals are specific targets or objectives that are set for an…